CONVERT YOUR RETENTION TEAM FROM A COST CENTER
TO A REVENUE CENTER
Install base retention isn’t enough. We need to mine our accounts for opportunities to add value, cross-sell and upsell. It’s about 80% less expensive to gain an incremental dollar than acquire a new one. Let’s use these existing accounts to increase revenue.
If your customer success or renewal reps are not trained in sales, you may have challenges with:
- Low sales acumen
- Inability to identify and create new opportunities
- Hesitance to have business conversations vs. product conversations
Reps need help with:
- Sales talk tracks
- Conduct an effective discovery conversation
- Proposing solutions to fit situations
- Overcoming objections and competition
- Strategically attacking their books and days
“Factor 8’s training was a fantastic experience for me. I have been with my organization for almost 10 years and this training taught me many new techniques to engage and upsell to all of the clients in my portfolio.”
Jay W., Client Relationship Team Lead
WHO WE WORK WITH
Want to see our install base sales training curriculum?
EXAMPLE OF WHAT’S COVERED
All of our sales training programs are customized to your team’s needs and experience.
Below is an example of what’s covered during cross-sell and upsell training.
Level 1 – ASK FOR MORE
CONTENT
- Intros that get prospects leaning in
- Double your returned messages
- Leverage happy customers to create new opportunities
- Align solutions to the customer’s situation
- Ask questions to uncover the need for your solution
- Business/industry terms, trends, & challenges
OUTCOMES
- Mindset and confidence shift
- CSAT improvement
- Increase opportunities in the pipeline
Level 2 – BRAND NEW BUSINESS
CONTENT
- Quickly qualify growth opportunities & rank accounts
- Add net-new buying contacts
- Overcome the brush off
- Understand customer drivers, values, and challenges to improve relationship
- Convert unhappy customers into raving fans
- Ask better questions to align w/ customer value
- Ask for commitments to move the sale forward
OUTCOMES
- Improved territory penetration
- Spikes in productive talk time
- Increased close percentage
Level 3 – SELL LIKE A BOSS
CONTENT
- Have business goals & challenges conversations
- Expert listening and communication
- Ask customers for your share of wallet
- Educate customers while pushing value hot buttons
- Overcome your top 3 objections
- Overcome your top 3 competitors
- Create strategic plans of attack for each account, territory and selling day
OUTCOMES
- More deals in the pipeline
- Improved pipeline velocity
- Increased account penetration
- Revenue growth
Got questions about our install base sales training? We’re here to help! Book a call today.
Uplift in goal attainment from 70% to over 110% and a 67% increase in legacy account growth just one-quarter post-training.
I’m in love. How do I contact you?
We’re glad to hear it! Head on over to our Contact page or shoot us an email at info@factor8.com.
Can you show me your programs?
We sure can. Our programs are interactive, real-time training classes that can be applied immediately. Download our install base sales training course curriculum here.
Hmm. What are others saying?
We’re glad you asked. We’re delighted to see how program participants have transformed the way they work – they’re crushing their goals. Check out our customer testimonials here.
Have questions about our training programs?
OUR SALES TRAINING PROGRAMS
Best for individuals or small teams (under 10)
Choose from 15 skill-based programs and get access to 6 courses.
Interactive Training Course(s)
Practice Tests & Quizzes
Guides, Templates & Cheat Sheets
Access to Customer Support
Access to Call, Video, and Activity Libraries
Bi-Weekly New Content
Guided Learning Path
Certificate
Instructor-Led Training
1:1 & Group Coaching
Live Workshops
Custom Development Plans
Assessment & Recommendations
Alignment to Onboarding & Career Paths
Best for individuals or small teams (under 10)
Choose from 5 role-based subscriptions (monthly or annual).
Interactive Training Course(s)
Practice Tests & Quizzes
Guides, Templates & Cheat Sheets
Access to Customer Support
Access to Call, Video, and Activity Libraries
Bi-Weekly New Content
Guided Learning Path
Certificate
Instructor-Led Training
1:1 & Group Coaching
Live Workshops
Custom Development Plans
Assessment & Recommendations
Alignment to Onboarding & Career Paths
For teams of 10+ (reps and/or managers)
Customized online and instructor-led sales training for teams of 10+.
Interactive Training Course(s)
Practice Tests & Quizzes
Guides, Templates & Cheat Sheets
Access to Customer Support
Access to Call, Video, and Activity Libraries
Bi-Weekly New Content
Guided Learning Path
Certificate
Instructor-Led Training
1:1 & Group Coaching
Live Workshops
Custom Development Plans
Assessment & Recommendations
Alignment to Onboarding & Career Paths
Want more info about our Cross-Selling/Upselling Sales Training?
Download our Cross-Selling/Upselling Brochure Today!